“Every time you interact with a prospect you need to know where you want to end up! This is called having a “Strategy” and most Professional Salespeople don’t have one. Stephen Covey’s tenet “Begin with the end in mind” is critically applicable here. As a Pro you must always know where you are leading the prospect. Yes, I know toward the sale, but where do you need to end up in that particular interaction? You must know ahead of time what action or answer you want to get from the prospect in order to get them to the next step in your process.”
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